Negotiation Techniques:
The Significance of Using Names in Negotiations
EXTRACTED FROM PODCAST EPISODE 3 - Michael Phillips
In this podcast interview, Mike shares a critical, and yet small details, that experience has taught him in negotiations over the last 30 years; how peoples names impact the negotiation.
Using someone's name in conversation can make them feel acknowledged, respected, and valued:
“In negotiations, a name is not just a label; it’s a powerful tool of engagement.”
Building Relationships Matters in Negotiations
While it may seem like a small detail, the appropriate and skilful use of names can significantly influence the outcome of negotiations. As Mike rightly pointed out, the success of negotiations often hinges on the relationship you build with the other party, and using their name is a simple yet powerful tool to foster that connection.
Practicing the Negotiation Skill of Using Names
Given the importance of using names correctly, it’s essential to practice this skill. Here are some suggestions for practicing effectively:
1. Active Listening:
Pay close attention when someone introduces themselves. Repeat their name in your mind to help with retention.
2. Subtle Repetition:
Use the person’s name a few times during the conversation in a natural way. For example, start by greeting them by name, then use it once or twice more during key points in the discussion.
3. Correct Pronunciation:
If you're unsure how to pronounce a name, ask for clarification and practice until you get it right. People appreciate the effort.
4. Feedback Loop:
Engage in role-playing exercises where you practice using names in various scenarios. Partner with a friend or a colleague and provide feedback to each other.
5. Make a List
When there is a larger group of people in meetings draw a diagram of the room or table and list the names of each person so you know exactly who's name to use.
Introducing the “Know Thy Name” Negotiation Card
Following the insights from Podcast Episode 3 with Mike Phillip, we are excited to unveil our brand-new Negotiation Card: The “Know Thy Name” Card designed to help you master the art of using names effectively in negotiations.
Negotiation Cards are an excellent resource to exercise and challenge us to incorporate the other party’s name naturally and appropriately into your negotiation dialogue.
- Use names to create a personal connection and foster trust.
- Learn to use names with the right frequency to avoid seeming insincere or manipulative.
- Master the correct pronunciation of names to show respect and attention to detail.
Add the “Know Thy Name” Card to your deck and elevate your negotiation prowess today!
More Negotiation Techniques
More opportunities to discover Negotiation Skills, Tactics, Techniques and Strategies to Practice here.
Potential Pitfalls and Their Implications
1. Not Using Names at All:
If you neglect to use the other party's name, you miss an opportunity to create a personal connection. This can make the interaction feel impersonal and transactional, which may hinder trust and openness.
2. Overusing Names:
On the flip side, using someone's name excessively can come across as insincere or even manipulative. It can make the other party uncomfortable and disrupt the natural flow of conversation.
3. Mispronouncing Names:
Pronouncing someone's name incorrectly can be perceived as a sign of disrespect or carelessness. It’s crucial to make the effort to get it right, as it shows that you value the individual enough to learn their name properly.
4. Unwanted Nicknames:
Shortening or altering someone's name without their permission can be offensive. Always use the form of their name that they introduce themselves with unless they specify otherwise.
Importance of Practicing at The Negotiation Club
At The Negotiation Club, we emphasise the practice of relationship-building techniques because theory alone is not enough. Here’s why practice is indispensable:
1. Developing Intuition:
Repeated practice helps you develop a natural feel for when and how to build relationships, making it second nature.
2. Building Confidence:
Practicing in a safe environment boosts your confidence to employ these techniques in real-world situations.
3. Receiving Feedback:
Constructive feedback from peers and trainers helps refine your approach, ensuring you can build relationships effectively without compromising your negotiation goals.
4. Adapting to Situations:
Practice allows you to adapt your techniques to different scenarios and personalities, enhancing your flexibility and effectiveness.
